Job title: Institutional Partnerships Manager, Training Solution

Location: Shanghai – hybrid working model

About Springer Nature

Springer Nature is one of the leading publishers of research in the world. We publish the largest number of journals and books and are a pioneer in open research. Through our leading brands, trusted for more than 180 years, we provide technology-enabled products, platforms and services that help researchers to uncover new ideas and share their discoveries, health professionals to stay at the forefront of medical science, and educators to advance learning. We are proud to be part of progress, working together with the communities we serve to share knowledge and bring greater understanding to the world. For more information, please visit about.springernature.com and @SpringerNature. 

About the role:

To generate sales revenue for Nature Masterclasses Online focused training solution from institutional clients in the responsible territory, to help whole team reach sales goals. Fundamental to this role is the development of productive and long-term external institutional client relationships.

Key tasks:

For the relevant defined territory / client accounts, develop and grow sales revenues to achieve financial targets across all relevant products, including but not limited to: 

• Achieve sales target for Nature branded online training focused solution to research organizations to help researchers’ career development across Greater China and Mongolia - Drives Results
• Capable to develop sales strategy and solutions for clients, capable to develop new clients and build up solid pipeline to generate revenue, capable to generate quality leads based on product and market knowledge - Builds Networks, Product and Service Knowledge, Market Intelligence
• Manage key accounts to establish close interaction between businesses and to understand their structures and strategies to strengthen relationships and increase renewal rate, achieve and maintain a high level of sales calls, client meetings and external sales activity - Customer-Focused, Negotiation Skills
• Working directly with institutional clients as well as agencies, use consultative sales skills to build and develop strong client relationships - Consultative Selling
• Creatively work with existing clients, systematically work on multiple-year projects - Being Resilient
• Systematically work on large scale projects from initiation through all relevant phases including the successful sale and project delivery, build effective relationships with all relevant internal departments such as editorial, marketing, production, and project management, as well as clients
• Work collaboratively with local and global colleagues to create a culture of success, excellence and continuous development and to realise synergies and enhance our profile and reputation
• Willing to frequent business trips in Greater China
• Ad hoc tasks relevant to the role’s remit

Key relationships:

• Research organizations/researchers/scientists
• Colleagues in the editorial, marketing, project management, production (both print and electronic), legal and finance departments,  
• Team members in greater China and key global offices

Qualifications:

• An undergraduate qualification, better in science or medicine or education or commerce management (or equivalent relevant professional experience)

Skills/knowledge:

• Strong commercial drive alongside proven experience in leads generation and maximising revenue potential and business development
• Ability to develop needs and value-based proposals of products and solutions for clients
• Strong interpersonal and influential communication skills, with effective negotiation and presentation skills
• Positive ability to develop long-term professional relationships with clients
• Highly self-motivated, resourceful and achievement oriented
• A creative approach to problem-solving
• Active, supportive team player
• Strong interpersonal skills and a customer service ethos are essential, as is attention to the detail of implementation
• Good written and verbal communication skills in English
• Familiar with office system/software such as salesforce etc.

Experience:

The ideal candidate will be a dynamic, constructive team player who has demonstrated the ability to work successfully within a complex organization.  He/she should have a proven track record with B2B client facing experience in developing new deals to senior level executives at key academic organizations.

• At least 3-5 years’ experience working in in professional services companies with strong experience in business development/sales, preferred experience in science and publishing industries
• Experience of institutional selling and key account management
• Proven capability of solution selling and achieving sales target
• Knowledge and resources of academic network are highly preferred

At Springer Nature, our mission is to be part of progress – and that begins with inclusion: of people, perspectives, and ideas. We believe that diverse perspectives drive progress, and we are committed to creating an environment where people and ideas can flourish. If you have any access needs related to disability, neurodivergence or a chronic condition, please contact us so we can make all necessary accommodation. Find out more about our DEI work here https://group.springernature.com/gp/group/taking-responsibility/diversity-equity-inclusion   

For more information about career opportunities in Springer Nature please visit https://springernature.wd3.myworkdayjobs.com/SpringerNatureCareers/

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